Author's articles
Good Sales Tips About Selling Disappointment
By Mandy Caruso · 12 years ago
Suppose, for a moment, that you are a salesperson or business owner. You've been working on an excellent new prospect for several months. If your sales manager or business partner were to ask you how ...
Three Sales Prospecting Tips for Lead Generation
By Mandy Caruso · 12 years ago
Focusing on the end result, cast the cold call ‘net’ with a consistency that borders on obsession.
Of all the sales strategies that exist, cold calling – or prospecting – is the sales technique that ...
How Can You Avoid Price Objections?
By Mandy Caruso · 12 years ago
Has this happened to you? You developed the perfect solution for the prospect's situation. You crafted a comprehensive presentation and delivered it flawlessly. The prospect was impressed not only with your polished presentation, but also ...
What Would You Suggest?
By Mandy Caruso · 12 years ago
In the forum section of a web site that provides information and resources for sales and marketing professionals, a contributor presented a scenario and asked fellow readers to submit their suggestions of what he could ...
Stop Prospecting and Start Marketing
By Mandy Caruso · 12 years ago
Ask salespeople to list their least favorite selling activities, and you can count on "prospecting" being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls. ...
Focus on Five Areas Today to Close Business Tomorrow
By Mandy Caruso · 12 years ago
All too often, salespeople focus on the wrong elements to increase sales. They turn their attention to the features, benefits and added aspects of their product or service in an attempt to differentiate themselves from ...
Ditch ‘the Pitch’ - Start a Sales Conversation
By Mandy Caruso · 12 years ago
Rather than hitting perspective customers with a rehearsed elevator pitch, try asking open-ended questions that are sure to get them talking – and buying.
If you google the term "elevator pitch," you’ll find advice from ...